Boomer Stats! Sell to Boomers TODAY! (Part 2 of a 3 part series on Boomers)

by Erik Cofield in Articles 8/4/2008 7:27:00 AM

Scouring the internet, you will find many sources and surveys for statistics on Baby Boomers, the Active Adult and 50+ demographics, all herein lumped together as “boomers”.  Here are some excerpted statistics…that you can profit from. 

It may not be a surprise that Boomers talk more than they type, that they don’t get in to blogs, or usually in to social networking sites.  It may also not be a surprise they buy differently, buy different product types, and you may know what is or is not important to them.
 

But, did you know:
People over age 40 are heavy users of other online services.
Boomers are heavy users of emails, 96% in some surveys.
Boomers want to connect with others in their communities, but around shared interests.
Most of them have a circle of family and friends with whom they are in consistent communication.
A high percentage think of themselves as busy, with little time, or interest, in being sedentary.
Privacy is fiercely defended.
More...


Tags:   , , ,
Actions:   E-mail | Permalink

Avoiding Technology is Un-American. Know What’s Coming, and Profit From It

by Erik Cofield in Articles 7/28/2008 12:58:00 PM
Ah to long for those golden 8-tracks, I mean cassettes, I mean CDs, I mean DVDs, or BlueRays, I mean Vudu (www.vudu.com) digital data pod music bits or some other techno babble.  Even builders will eventually get what ever the latest techie gadget is, even if it is a year, or three, behind. Technology came late to some builders, but it came never the less.  The residential construction industry is after all, all about change.

The past decade has seen builders go from paper to software for budgeting, estimating, accounting, even keeping someone’s phone number. Now of course the sophisticated builder can data mine and pull up a list of anyone in their database who ever wanted whatever it is they are now offering. For example, if you keep good data, on let’s say leads that want a gated neighborhood, but you don’t build in a gated neighborhood, then 6 months later when you are building in a gated neighborhood, you can go back, pull a list of all those leads, and start a whole new marketing campaign.  Technology at it’s finest. More...

Business is Booming for Those Selling to the 50+ Market or Boomers (Part 1 of a 3 part series on Boomers)

by Erik Cofield in Articles 7/21/2008 12:38:00 PM

There are reasons not to sell to boomers, but not many.  If you don’t build a product that a 50+ demographic relates to, fine.  If you are only set up to build a first time home buyer product with few options, okay.  Otherwise, you should consider selling to boomers. Keep in mind while duplexes and quads or other low maintenance product is still valid for the 50+ market, it is not exclusive to it.  Just as young professionals are buying quads in a mostly retired communities, boomers are building custom homes, buying mid and high rise units and settling in to smaller single family detached in typical subdivisions. The rules for what product type people used to buy have changed.  

Boomers, or “50+” buyers, are generally: 

  • Older, more experienced, and have definite ideas about what they want
  • Buying lifestyle above all else, even over quality, construction, location, price, etc.
  • Not pressed to buy. They can buy, rent, buy pre-owned, or wait.
  • They want freedom.  That may be in a maintenance free home, away from traffic, or just emotional freedom from a larger house.  Don’t lose sight of their view of freedom.
  • Understand quality, not just quality construction, but quality sales, customer service, and business operations.
  • Not easily fooled, tricked, or pushed in to making a decision
  • Not price sensitiveMore...

Come See BuildTopia at SEBC Speaking on Attracting Online Buyers

by Erik Cofield in News and Events 7/8/2008 4:09:00 AM

Erik Cofield with BuildTopia will be speaking at SEBC on using the Internet to not only attract buyers, but motivating them to move!

SEBC - Saturday 8-2-08 9am to 11am

Attracting Today’s Buyers Online: Building Success with Connected Customers

With the majority of homebuyers now using online resources to search for a home, the internet has become the most powerful informational, marketing and sales tool for the housing industry.  Learn how to use the internet to meet the expectations of your buyers and how to effectively build your brand through integrated online and offline marketing.

 Moderator: Jeff Kaiser, MIRM – VP of Sales Orlando - Engle Homes;

Jim Schafer, CSP, CMP – Regional Sales Manager - Move.com;

Erik Cofield, CGA – National Accounts Manager – BuildTopia


Unprofessional Documents Document Unprofessionals

by Erik Cofield in Articles 6/30/2008 5:34:00 AM

While it is true “unprofessionals” is not a word, it works, because language is meant to convey information. Although it is not a word, you knew exactly what it meant. Regardless, many would not like seeing it in an official document. You have to decide if it is okay to use, and if it represents your company and brand well, or at least to your liking.

Some of the largest, most polished and professional companies fail to follow some of the very basic rules.  The verbal language you use, how you type in emails,  the signs on your trucks, documents you push out, html emails you send, your building, the way your employees act or dress under your brand, are all examples of your first line of marketing, business operations and more.  They set the tone for how you are received, or perceived, by the consumer, your peers, trade partners and other contacts. Here are some basic elements you can IMMEDIATELY change if you need to.More...


The Impossible Just Takes Longer and Scheduling Like It Matters

by Erik Cofield in Articles 6/25/2008 2:21:00 AM

If asked to build a regular single family detached livable house in 2 hours, or even 3 hours, you may say it can’t be done. If you were told it can be done, you would think it is a child’s logic problem, with some silly caveat and not worth your time. You would know even television programs with a staff of hundreds take a week to do it.

But, if you knew your life, genuinely, depended on it, you would start redefining the rules and start asking questions. What type of house? Do you want a doll house? Is it from a kit? It would not be made of concrete, right? 

Asking the right questions is a crucial step, and complete discovery is essential in every aspect of your business, and specifically for the builder managing to a schedule as well. 

If you treated it like a genuine life and death situation, you would plan, strategize and scheme to do everything you could.  Today, success takes “everything you could”. 

For your employees, your ability to plan is critical for them, and their way of life is significantly impacted by your ability, or inability, to schedule.  Your business viability is directly tied to your ability to plan and schedule. Whether it is planning to build, building a plan, selling to a plan, or planning to sell, it all involves steps.  If you think a 3 hour house can not be built, I invite you to see the real world example, of success.  Check out http://www.2hourhouse.com/  More...


Tags:   , ,
Actions:   E-mail | Permalink

40 Tips To Sell More Homes In A Tough Market

by Benjamin Taub in Articles 6/16/2008 11:06:00 AM

Yes, it is a very tough market. In my own state unit sales of new homes are down 60%, year over year. But that also means that 40% of sales are still happening. People are still getting married, divorced, transferred, having kids and retiring. How do you make sure that you are in the 40% and not in the 60%?

First of all, no matter what, remember that while things are tough, the reps who are in the 40% share a couple of traits. They understand that someone is selling, and they are determined that it will be them (attitude is important), and that they are always looking for and trying new ideas to close deals.

Below are some ideas to help you get more deals across the line. In this market one more deal this year can make the difference between being in the top half of closers or in with the also-rans. More...


Tags:   , , , , ,
Actions:   E-mail | Permalink

10 Common Business Change Management Mistakes and Ways to Avoid Them

by Erik Cofield in Articles 6/9/2008 12:36:00 AM

Looking across a lot of experience from project management institutes, Six Sigma level projects and business change endeavors such as software, accounting, changing product lines, merging companies or even changing corporate culture, there are some common mistakes, and common solutions. Here are 10 things to know and plan for so you avoid these mistakes.More...


Does your hippocampus work correctly? Can’t remember? Construction memory solved.

by Erik Cofield in Articles 5/19/2008 2:18:00 AM

If your prefrontal cortex is working in tandem with your hippocampus, consider yourself normal…and forgetful.  That is right, being forgetful is normal, unless you have figured out how to reverse your age.   What does that have to do with residential construction?  Well, neither your construction nor memory is perfect. That too is normal. It is not Alzheimer’s. It is normal. How are you handling that? Every builder is managing their business in some way today. Most of them will reach some threshold where they can not continue without some system in place. Each of the individuals in the company have the same problem as the company…keeping everything together and moving in one direction. Just like you tell your customers to expect a certain number of action items for you to come back and fix after you have built them a quality home, your business runs the same way.  There are things you have to fix, even in businesses with well run processes, standards and solid management.  The business owner with the perfect memory doesn’t really exist. But every business owner readily accepts there will be changes in their business.  Successfully managing change is essential to profitability. More...


Actions:   E-mail | Permalink

Hire Right, Hire Smart, Hire Once – Sales People

by Erik Cofield in Articles 5/12/2008 3:27:00 AM

Hiring sales professionals is often more art than science.  The information below is designed to supplement your current processes, not replace them, and by no means, should this be considered complete. Whether you make and sell new production homes or custom homes, hiring incorrectly is expensive. Here is some guidance on hiring sales people, great revealing questions to ask, and some other guidance. More...


Actions:   E-mail | Permalink

© Copyright BuildTopia 2008 | Powered by BlogEngine.NET 1.3.0.0 | Sign in